As you may read from my earlier posts, the cornerstone of Lean thinking is about value. Every step, every activity is about creating value. Steps and activities that don't create value are waste. Waste detracts from value--it creates cost--for our customers, our companies, ourselves.
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Dabrock voted on the following stories on BizSugar
Lean Sales And Marketing --- Leaning Our Sales Process
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 4512 days ago
"Congratulations, You Are Now Part Of Our Strategic Account Program"
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 4512 days ago
Strategic account programs can be very powerful, but make sure they are really strategic in the eyes of the customer. There is nothing wrong with having large customers who give us a lot of money who are not strategic.
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Finding The Decisonmaker
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 4516 days ago
There are many people involved in the decision making process, we need to engage many of them, we need to understand how power and influence will be exercised and invest more time (though not exclusively) in those with great power and influence for the specific decision we want made.
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Moving From The Teaching Pitch To A Collaborative Dialog
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 4517 days ago
The other power of the collaborative dialog is the teaching is now bi-directional. Just was we seek to teach the customer, we are also learning from the customer. This enables us to improve--to take these insights and this learning to other customers, further increasing our value and differentiatin
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Focus--What Separates Top Performers From Everyone Else
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 4518 days ago
Watching high performers is different. The biggest difference seems to be focus and purposefulness. High performers first know what they need to be focusing on. Then have an ability to separate the urgent from the critical/important. They focus even further--what are the things that need to be done
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Lean Sales And Marketing--Defining Value
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 4521 days ago
More value is not better! More value is confusing and distracting. More value can create complexity from the point of view of the customer---they have to figure out and sort through all the stuff we throw at them. More value wastes customer time and resources in trying to understand exactly what va
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When The Going Gets Tough
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 4523 days ago
We're about to enter the second half of the year. People are looking at their pipeline's and results to date, too often seeing a big gap in their ability to
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CRM, Sales 2.0 And Compliance
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 4524 days ago
Perhaps that's the issue. Perhaps we should stop talking about compliance. Perhaps we should focus on the value these tools bring to sales professionals, training them so they understand the value. Working with them so the tools become as indispensable as Outlook, Word, PowerPoint, or Excel.
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"What We Sell Is Different Than What We Install"
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 4525 days ago
Customers want ideas, insight. They want to know how to improve their businesses, how to address new opportunities. They want their sales people to help them see new things, to engage them in conversations about new processes, procedures.
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What Happens When We "Fix" The Sales Problem?
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 4530 days ago
Made Hot by: jamiesteinberg on June 11, 2012 5:20 pm
The world would be so much simpler for all of us if problems were simple and we could fix the problem. Today's problems are nasty, their tentacles reach many parts of the business. Fixing them requires looking at each tentacle and the organization as a whole.
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